Senior Business Development Manager

The Senior Business Development Manager will play a pivotal role in shaping and driving the company's commercial growth strategy. This is a unique opportunity to build something meaningful from the ground up, creating a scalable and repeatable sales engine around a high-demand service proposition: outsourced bookkeeping and accounting support for Maltese businesses.

Rather than taking a broad-brush approach, we are intentionally focusing on a single, highly scalable offering. This creates the opportunity to develop, test and refine a sales model that delivers measurable results before expanding into the firm's wider portfolio of accounting, audit and tax services.

The successful candidate will do far more than generate new business. They will help define the go-to-market strategy, uncover what resonates with clients, optimise the sales journey and contribute directly to building a commercial framework that can be successfully replicated across multiple services and markets.

For an ambitious sales professional, this is an opportunity to leave a lasting mark, influence growth at a strategic level and play a key role in the next stage of the company's evolution.

Key Responsibilities

Commercial Strategy and Sales Function Development

• Work directly with the leadership team to build and scale the company's commercial sales function.
• Help define the initial go-to-market strategy for the outsourced bookkeeping proposition.
• Identify priority industries, target company profiles and key buyer personas.
• Help determine how prospects should be segmented, prioritised and approached.
• Develop and continuously refine sales messaging, outreach campaigns and commercial positioning.
• Create effective objection-handling frameworks based on real prospect interactions and market feedback.
• Provide practical insights to leadership on pricing, service packaging, market positioning and sales effectiveness.
• Help establish clear sales pipeline stages, metrics and conversion benchmarks.
• Build a repeatable and scalable commercial process that can be adopted by future sales team members.
• Collaborate with leadership to identify new growth opportunities and support the expansion of successful sales strategies into additional service lines and markets.
• Act as a key contributor in shaping the company's long-term commercial vision and growth trajectory.

Ideal Candidate

We are looking for someone with

• Significant B2B sales or business development experience.
• A strong track record of personally closing commercial opportunities.
• Experience selling solutions rather than purely transactional products.
• Confidence dealing with business owners, directors and senior decision makers.
• Strong discovery and questioning skills.
• The ability to understand how a client's business currently operates.
• The ability to identify the real commercial problem behind an enquiry.
• Strong communication and presentation skills.
• The ability to simplify relatively complicated concepts.
• Experience handling objections and negotiating commercial terms.
• Strong follow up discipline.
• Experience managing longer B2B sales cycles.
• Strong relationship building skills.
• Commercial judgement regarding which opportunities deserve time and which should be disqualified.
• Comfort using CRM systems and maintaining a structured pipeline.
• A proactive and entrepreneurial mindset.
• The confidence to challenge assumptions and tell leadership when something is not working.
• The ability to operate independently without requiring a fully developed sales playbook.